What is Sales Enablement?

Sales Benchmark Index

Five years ago Sales Enablement was a fringe term. Today, it is one of the fastest growing positions within the sales organization. Sales Leader Small Company Sales Leader Resources Sales Enablement

What Should Sales Enablement Be Doing?

Sales Benchmark Index

Sales Enablement Leaders have a choice. Option #1 is to be a proactive, strategic resource. This means running initiatives which are aligned to the sales and marketing strategy. Those initiatives make the sales force more effective.

Seeing Through the Hype: Making Sense of Sales Enablement Technology

Smart Selling Tools

If you’re like a lot of busy Sales Executives, you’ve likely noticed there are a lot of fantastic podcasts popping up. I recently had the pleasure of being the guest on the Sales Enablement Radio podcast hosted by the Brevet Group. She spent thirty years in sales and marketing.

What is Sales Enablement? A Guide to Acquiring More Buyers and Keeping Your Best Customers

Smart Selling Tools

What is Sales Enablement? Sales enablement isn’t the latest tech cure for inefficient sales operations and marketing management. Hushly Embed BigTinCan Sales EnablementA Guide to Acquiring More Buyers and Keeping Your Best Customers.

BigTinCan Launches Industry’s First Sales Enablement Platform for Adobe

Smart Selling Tools

BigTinCan Launches Industry’s First Sales Enablement Platform for Adobe. New solution designed for marketers will leverage Bigtincan’s AI-driven real-time automation, intelligently delivering Adobe assets to meet the demands of mobile sales teams. Sales Enablement.

Sales Tech Game Changers: How to Improve Sales Enablement & Readiness

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Is Your Sales Enablement Enabling the Right Things?

Smart Selling Tools

Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5%

3 Common (but Fixable) Ways Your Sales Enablement Can Fail @brencournoyer

Smart Selling Tools

A dozen years ago, if you asked the average sales leader about their sales enablement strategy, the likely response would’ve been, “Huh?”. In other words, sales enablement is officially a thing. No enablement for managers.

Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling™

Smart Selling Tools

Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling™. With the new Mediafly, users can continue to feel well equipped in their sales conversations, providing value to their buyers at a faster rate, helping to increase revenue and exceed quotas.

Content Marketing: The Unsung Hero of Sales Enablement

Zoominfo

There’s no denying it — sales and marketing teams don’t always work well together. The two departments may see eye-to-eye and share unified goals, but it’s less common for sales to proactively help marketing perform better, or vice versa. What is sales enablement content?

Move the Deal Episode 8: The Latest in Sales Enablement Research with Tamara Schenk

Miller Heiman Group

Tamara’s expertise as a research director for CSO Insights, the research division of Miller Heiman Group, is based on more than 20 years of experience in sales, service and delivery in different roles and industries. 15:54] How sales organizations can implement the clarity model. [17:33]

Five Must-Have Ingredients for Improving Your Organization’s Sales Enablement Practices

Miller Heiman Group

Every sales organization wants to offer resources that can help their sales teams win more deals. From training programs to coaching services to sales playbooks, sales enablement services maximize revenue opportunities, improve customer acquisition rates and generally support your sales reps along the customer’s path. Organizations increasingly recognize the value of sales enablement. Sales Enablement Is More than Just Sales Training.

8 Sales Enablement Predictions for 2018

Sales and Marketing Management

As sales organizations look to succeed in 2018 and beyond, they need to stay abreast of important trends that will impact how – and how successfully – their reps sell. Donning the analyst hat I wore in my previous role – and also pulling from experiences I have with our sales team and customers every day – here are my sales enablement and readiness predictions for 2018: 1. Sales teams better adapt to millennial "movers". It made for a results-driven sales force.

Struggling with Sales Enablement in Your Organization? Here’s How You Can Course-Correct Today

Miller Heiman Group

While many organizations reported increased adoption of a sales enablement function in recent years, several still struggle to use it effectively to achieve their goals. According to CSO Insights’ 4th Annual Sales Enablement Study , 61 percent of organizations have a sales enablement function. One reason that companies struggle to achieve their sales enablement goals is the way they think of the initiative.

Does Sales Enablement Technology Work?

No More Cold Calling

In sales, time is money, and the more of that time is spent interacting with customers and prospects, the more money comes in. Thus, sales enablement technology only works if it saves times on menial tasks and facilitates human conversations. Account Based Sales

Sales Enablement: 5 Really Good Reasons to Modernize

Mindtickle

It’s time to modernize your sales enablement program. As the pressure of digitization on sales functions has ratcheted up in the past couple of years, companies are taking another look at sales enablement – for good reason. What is sales enablement?

Sales Training is Only One-Third of What You Need to Be Doing for Sales Enablement

Sales Hacker

If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. What sales enablement isn’t.

The Missing P(iece) In the Sales Enablement Puzzle

Sales and Marketing Management

Author: Rich Lanchantin, CEO, Qstream With unemployment rates at a 10-year low, it simply isn’t practical to buy your way to sales performance by cherry-picking top reps from the market. Instead, the most resilient and successful sales organizations are building programs that draw maximum value from more of their existing reps. More and more companies are developing a sales enablement practice.

6 Ways Sales Enablement Supercharges Sales Pitches

SalesHandy

For this reason, it’s more important than ever for modern sellers to quickly capture a buyers’ attention by creating standout sales pitches. Sellers need resources, tools, and training that enable them to quickly pitch valuable content at the right time through the right channels.

Seismic Named SIIA Business Technology Product CODiE Award Winner for Best Sales Enablement Platform

Smart Selling Tools

Seismic Named SIIA Business Technology Product CODiE Award Winner for Best Sales Enablement Platform. Seismic, has been named the Best Sales Enablement Platform of 2019 as part of the annual SIIA CODiE Awards. Sales Enablement. Sales Enablement.

Are Your Sales Enablement Initiatives Missing Something?

Miller Heiman Group

“In a mature enablement discipline, none of these services stands alone. … In turn, both content and training services require coaching to ensure the services are implemented and adopted appropriately.”. — “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force”. One of the disconnects we most often find revolves around the services the enablement team delivers. What Are Enablement Services? Sales Enablement

Top 7 Sales Enablement Best Practices

LeadFuze

This can be because salespeople lack the technical ability and are still following ineffective sales methodologies. This is where sales enablement enters the scene! Sales enablement is a powerful tool for increasing sales performance. Sales Skills

Sales Enablement in Real Time: How to Deliver Learning When it Matters

Mindtickle

In the webinar, they presented tips and action items on how to build an enablement model that takes into consideration the needs of the sellers, leverages the appropriate selling motion, and is integrated with a top-down sales learning strategy. Sales Enablement Tools

The Big Shift in Sales Enablement

The ROI Guy

Let’s explore two very different sales scenarios. The sales assets he’s brought to leave behind are glossy and attractive. You have about twenty minutes before a meeting, so you begrudgingly agree to listen to a short sales pitch about a product you’re not even sure you need.

Five Fabulous Tips for Winning at Sales Enablement in Midsize Organizations

Miller Heiman Group

In today’s unpredictable, fast-paced sales environment, midsize organizations need a formal sales enablement initiative to ensure that sales reps are having quality conversations with prospects that lead to more wins. Sales enablement affects the bottom line in a real way. Unfortunately, many midsize organizations struggle with sales enablement. Make Sure Sales Reps Have Easy Access to Content. Invest in Sales Technology.

How to Make Your Sales Enablement Roar Like a Ferrari

Smart Selling Tools

You’re proud of your Sales Enablement capability and programs but you’re smart enough to know it’s not a trophy to place on your shelf and admire; right? Because of its very nature, Sales Enablement should not be seen as static, nor should it be considered merely a set of KPIs.

The First Step to Building a Successful Sales Enablement Program

Showpad

In the long history of B2B business, having a separate functional team dedicated solely to providing sales with the skills and knowledge they need to sell more effectively is a fairly new concept. Sure—there’s always been some element of sales enablement at successful organizations.

9 Sales Enablement Best Practices for the Solo Enablement Leader

BrainShark

By taking the right approach, the solo sales enablement professional can ensure reps are prepared to maximize every buyer interaction – even with fewer resources

Webinar Recap: Sales Enablement is About Alignment, Adoption, and Acceleration

Showpad

You may notice more and more people with “sales enablement” in their job titles?in These sales enablement professionals are given a tall order: implement change within the sales organization and prove value to leadership and reps. What are the main challenges in sales enablement? Sales enablement practitioners and teams are tasked with solving many challenges facing sales and marketing teams. Who owns sales enablement?

Is There a Sales Enablement Bubble and Will it Burst?

Smart Selling Tools

Just before the Thanksgiving holiday, Scott Santucci of Forrester Research, published an article entitled, “ Is the Sales Enablement Space a Growth Market or a Hype Bubble? ” If buyers aren’t yet buying (or accepting sales calls) perhaps it’s an issue with the pitch or the messaging.

A Playbook for Data-Driven Sales Enablement

Mindtickle

Enablement success…or not? According to research from CSO Insights, “organizations with successful sales enablement programs see 67% quota attainment, compared to only 42% for companies that admit their enablement programs fall short of expectations”.

Data 72

Proving the ROI of Sales Enablement

Showpad

Over a year ago, she recognized that the marketing team lacked the resources and processes to measure its impact on sales activities. Additionally, a survey revealed that 63% of sales reps said they didn’t have access to updated and relevant content to present to customers. Leveraging the Showpad platform, Yosr and her team gained visibility into content usage and hours the sales team saved putting presentations together.

Proving the ROI of Sales Enablement

Showpad

Over a year ago, she recognized that the marketing team lacked the resources and processes to measure its impact on sales activities. Additionally, a survey revealed that 63% of sales reps said they didn’t have access to updated and relevant content to present to customers. Leveraging the Showpad platform, Yosr and her team gained visibility into content usage and hours the sales team saved putting presentations together.

How Cross-Functional Collaboration Accelerates Sales Enablement

Miller Heiman Group

Instead, the focus is on short-term projects, such as producing a piece of collateral, selecting an enablement technology tool or delivering training services.”. — “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force”. In our last post, we defined sales enablement service and discussed a few of the holes that exist in many current sales enablement efforts. Sales Enablement

Brainshark is a Best Sales Enablement Solution Winner in 2019 Stevie Awards for Sales & Customer Service

Smart Selling Tools

Brainshark is a Best Sales Enablement Solution Winner in 2019 Stevie Awards for Sales & Customer Service. Machine Analysis – Brainshark’s AI-Powered Engine for Sales Coaching and Practice – Honored for Improving Sales Effectiveness and Results. Sales Enablement.

How to Get Better Outcomes From Sales Enablement

Miller Heiman Group

A majority of sales and service organizations now have dedicated staff and programs for sales enablement. But CSO Insights research shows that despite increased adoption, many organizations still aren’t seeing optimal results from their sales enablement investments.

A Conversation With Cory Bray: Developing Sales Enablement Methodologies

Costello

Cory Bray , coauthor of The Sales Enablement Playbook , Sales Development , and the recently released Triangle Selling. With a background in sales, finance, and operations, he’s crafted his experiences into a career in sales enablement. Resources.

Highspot Sales Acceleration Partners Fill a Growing Need for Sales Enablement Expertise

Highspot

As power shifts increasingly to the buyer, sales organizations must transform — or get outmaneuvered by competitors. The 2019 State of Sales Enablement report found that more than half of the respondents noticed today’s buyers conducting more research prior to engaging sales than ever before. That’s exactly why we’re so excited to announce the introduction of Highspot Sales Acceleration Partners. The Last Mile of Sales Transformation.

Proving the ROI of Sales Enablement

Showpad

Over a year ago, she recognized that the marketing team lacked the resources and processes to measure its impact on sales activities. Additionally, a survey revealed that 63% of sales reps said they didn’t have access to updated and relevant content to present to customers. Leveraging the Showpad platform, Yosr and her team gained visibility into content usage and hours the sales team saved putting presentations together.

Sales Enablement And Talent Management

Partners in Excellence

Talent, that is attracting, growing/developing, retaining great talent is critical to sustained sales performance. Surprisingly, talent management doesn’t get the necessary attention from sales management and sales enablement. What Is The Role Of Sales Enablement?